Discover the most popular articles and resources for Sales Leaders on navigating COVID-19.

This past month will have lasting implications for years to come. And what will resonate with businesses is how they chose to respond to the COVID-19 crisis. While new executive orders are put in place, and governments contemplate “opening” their states or countries again, we accept this new phase in our world’s history and begin to acclimate to our new normal.

 

During this time, we have seen communities strengthen, and relationships reach new heights in support of one another. At SBI, we radically changed our approach to provide our community with tools and best practices to help not just survive but thrive during the turbulence. Here are our most popular posts read by our sales subscribers:

 

Podcast: How a SaaS Sales Leader is Staying the Course During COVID-19

 

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive. Bob Layton, CRO of Digital Defense, joins us to discuss the effect of the pandemic on software companies.

 

 

Article: How Sales Leaders Are Prospecting in a COVID-19 World

 

COVID-19 has forced sales leaders to rethink how they interact with prospects and drive new opportunities to their business. Avoid following the status quo, make the necessary changes to standout during this unprecedented time.

 

 

 

Infographic: Key Guidelines for Quota Relief in a Crisis [Cheat Sheet]

 

As a sales leader, how are you maintaining motivation among your team? Providing your salespeople with quota relief will keep them engaged and ease fears caused by macroeconomic circumstances.

 

 

Podcast: How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem

 

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on to move the GTM strategy forward. Scott Peterson, SVP Americas at Mitel, shares what is working for him in adjusting to COVID-19 market implications with his partner ecosystem.

 

 

 

Article: How Short-Term Hyper-Segmentation Can Support Lasting Revenue Growth

 

Executives are working tirelessly to reallocate resources to areas of opportunity. With little time to waste, leading executives are looking to hyper-segmentation to help. The output of this exercise gives executives and their teams confidence that their focus and energy is being spent in the right places during this fluid, changing time.

 

 

 

 

Discover more insights for sales leaders here.

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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